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02/05/2026
Beating Sales Fraud
Source: Bill Farquharson, February 2, 2026
I was a terrible student. It wasn’t my grades. I scored well on tests. But nothing stuck. Even today, I find myself reading the same books over and over until the message sinks in. But when it finally finds its way to a permanent home on a rogue brain cell and I quote a passage or repeat a fact, something magical happens: confidence.
Feeling like a sales fraud often comes from not knowing enough. The antidote? Read. Study. There is more information publicly available on a prospect’s business today than ever before. That means there is no excuse for not knowing something about a company.
The first time I heard myself quote The Wall Street Journal, I felt like a rush of adrenaline. What a great feeling. Seriously, it was an out of body experience. At the time, I was golfing with two men who were titans in their industries and crazy-successful. I had every right to feel out of place. But when I saw their reaction, I suddenly stood up straighter, feeling that I belonged in the conversation.
Knowledge is a sales superpower. It gives you confidence and sets you apart from reps who only care about persuasion. By understanding a prospect’s world, you show you care—and you build credibility fast.
Plus, when you’re informed and therefor confident, you learn faster, grow faster, and push out a feeling that the customer can sense.
The Sales Vault, created by Bill Farquharson, is a subscription-based resource and sales community featuring a calendar packed with live workshops, on-demand sales courses, peer-to-peer discussion groups, and 35+ years of sales training content all searchable by sales challenge. Think of it as a sales conference where the seminars and workshops, full of instantly applicable ideas, are ongoing and more programs are added constantly.
The Sales Vault is available on a monthly subscription basis, normally at a no-brainer monthly price of $45/participant, but… GMA members can take advantage of an exclusive offer: FREE membership for 30 days followed by a discounted monthly subscription price of just $40/participant.
Bill has been a friend of GMA for many years and is, no doubt, known to our members as a top sales trainer and content creator for the graphic arts.
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